Sales Manager

Sales Leadership & Team Performance

• Lead, coach, and develop a team of up to 6 inside sales representatives and up to 6 outside sales representatives across North America, ensuring each individual meets or exceeds their assigned revenue targets.
• Build and maintain a high-accountability sales culture built on urgency, ownership, continuous improvement, and results.
• Conduct regular one-on-ones, call reviews, field ride-alongs, and pipeline inspections to assess performance and provide actionable coaching for both inside and outside reps.
• Set clear individual performance goals, track progress against KPIs, and conduct structured performance reviews.
• Recognize top performers and address underperformance proactively with formal improvement plans.
• Recruit, onboard, and ramp new inside and outside sales talent in alignment with team capacity and growth targets.
• Build a bench of future leaders within the sales organization.

Revenue Ownership & Pipeline Management

• Own and deliver the combined World Emblem and Hero’s Pride North America sales revenue targets; drive team performance against monthly, quarterly, and annual goals across both brands.
• Manage and grow a pipeline spanning law enforcement, military, public safety, workwear, fashion, and other verticals where quick-turn decoration drives value.
• Ensure CRM (HubSpot) accuracy and adoption across the full sales team, including pipeline stages, activity logging, next steps, deal probability, and revenue forecasting.
• Maintain pipeline health metrics including coverage ratios, velocity, aging deals, and conversion rates for both inside and outside sales; use data to coach and course-correct.
• Provide daily sales progress updates to leadership through Tier 0 and Tier 1 reviews.
• Drive revenue initiatives and develop creative strategies to grow sales volume, expand wallet share, and win new customers across both brands.

Market Expertise

• Apply working knowledge of law enforcement and military procurement processes, including agency purchasing cycles, cooperative contracts, bid processes, and GSA/government buying vehicles for Hero’s Pride.
• Build and maintain relationships with key agency buyers, quartermaster officers, procurement officials, distributors, and dealers in the public safety space.
• Identify and develop opportunities within workwear, fashion, corporate, and other industries where World Emblem’s quick-turn decoration capabilities create a competitive advantage.
• Lead the outside sales team in targeting, prospecting, and closing new accounts across assigned territories and verticals in North America.
• Stay current on market trends, buyer behavior, competitive positioning, and emerging needs across all target verticals.
• Represent World Emblem and Hero’s Pride at trade shows, industry events, law enforcement expos, and government procurement events as required.

Sales Systems, Process & Lean Methodology

• Design and enforce standard work for prospecting, pipeline management, outbound activity, discovery, value positioning, and closing — applicable to both inside and outside sales motions.
• Implement the World Emblem Lean methodology across the sales team, including writing standard works, identifying abnormalities within the system, and leading structured problem-solving activities.
• Manage a disciplined sales cadence across inside and outside reps to ensure consistent activity, follow-up, and pipeline generation.
• Ensure all sales activity aligns with brand standards, pricing policies, and Company guidelines for both World Emblem and Hero’s Pride.

Cross-Functional Collaboration

• Partner closely with Marketing, Product, Brand, Operations, and Customer Experience across both brands to ensure aligned messaging, smooth customer onboarding, and strong field feedback loops.
• Collaborate with Product & Merchandising on assortment decisions, new product launches, and customer-specific needs across all target verticals.
• Collect and report competitive intelligence and market trends from both inside and outside teams to support strategic decision-making.
• Represent the voice of the customer and the field sales organization in cross-functional leadership discussions.

Qualifications

• 7–10+ years of B2B sales experience, with at least 3–5 years in a senior sales management role overseeing both inside and outside sales teams.
• Proven success building and scaling sales teams across multiple verticals and channels in a fast-paced, growth-oriented environment.
• Direct experience selling into law enforcement agencies, military branches, public safety organizations, or government procurement channels strongly preferred.
• Experience selling into workwear, fashion, corporate, or other B2B markets requiring customized or decorated product solutions is a plus.
• Demonstrated ability to build repeatable sales systems, standard work, and accountability structures that drive consistent team performance.
• Strong command of pipeline management, CRM tools (HubSpot), KPI-driven coaching, and revenue forecasting across both inside and outside sales motions.
• Understanding of multi-channel buying behavior including direct, distributor, cooperative contract, and GSA/government procurement vehicles.
• Experience in uniforms, apparel, emblems, patches, insignia, decorated merchandise, or branded products preferred.
• Willingness to travel approximately 30–40% for field visits, trade shows, customer meetings, and outside rep ride-alongs across North America.
• Strong executive presence with customers, agency stakeholders, distributor partners, and internal leadership.
• Advanced Excel and analytical skills; ability to build, interpret, and present sales performance reports.
• Bilingual in English and Spanish preferred (reading, writing, and speaking).

Skills

• Senior Sales Leader — proven builder and operator of high-performance inside and outside sales teams across multiple verticals and channels.
• Market Expert — working knowledge of LEO, military, workwear, fashion, and adjacent B2B markets; understands how buyers source and purchase decorated products.
• Coach First — develops, motivates, and holds both inside and outside sales professionals accountable to individual revenue targets.
• Builder Mindset — designs repeatable sales systems, standard work, and outbound cadences that scale performance across a distributed team.
• Data-Driven — manages pipeline coverage, conversion rates, and revenue forecasts with discipline and precision across both brands.
• High Accountability — sets clear performance standards, enforces KPIs, and drives consistent execution without losing the team.
• Hands-On Leader — comfortable riding with outside reps, coaching inside reps on calls, and managing performance at a strategic level simultaneously.
• Resilient & Competitive — thrives in fast-paced environments; brings energy, urgency, and a winning mentality to the team every day.

Education / Experience

• Bachelor’s degree in Business, Marketing, Criminal Justice, or a related field required; MBA or advanced degree preferred.
• 7–10+ years of B2B sales experience, with direct experience managing both inside and outside sales teams across multiple verticals.
• 3–5+ years of senior sales leadership or management experience required.
• Direct experience in law enforcement, military, workwear, fashion, or decorated merchandise markets preferred.

Language Ability

• Bilingual in English and Spanish is preferred (reading, writing, and speaking).
• Ability to write professional correspondence.
• Ability to effectively present information in one-on-one and group settings, including agency buyers, procurement officials, distributor partners, and senior internal leadership.
• Strong verbal and written communication skills required.

Supervisory Responsibilities

• This role has direct supervisory responsibility for the World Emblem and Hero’s Pride sales team, consisting of up to 6 inside sales representatives and up to 6 outside sales representatives across North America — up to 12 direct reports in total.
• The Sales Manager is responsible for hiring, onboarding, coaching, performance management, and professional development of all team members.
• This includes setting individual and team revenue targets, managing territory assignments, conducting regular one-on-ones and performance reviews, and building a high-performance, accountable sales culture across both inside and outside sales functions.